Typical Customer Concerns in this Phase:
Signs that this Phase is Over:
- New needs and dissatisfaction arise.
Common Strategic Errors:
- Failure to treat this phase as a sales opportunity.
- Failure to anticipate vulnerable implementation points.
Coaching Questions and Tips:
Other Key Coaching Questions:
It is so important that the salesman is present, with the customer, as critical implementation milestones are achieved. For example, the first day of user training or the day the customer cuts over to using the new ERP system. Address problems quickly, document and celebrate the quick wins. Most importantly, remain alert for new problems that arise and that you may be able to solve. Then, you can start this process again and make another customer satisfying sale.
That closes out this five part series on tips you can use to help your salesman move the customer through Neil Rackham’s stages of the buying cycle. You can familiarize your self with these stages buy reading the SPIN Selling, or clicking here: http://www.huthwaite.com/go.cfm?do=Page.View&pid=28
Good selling!
Steve
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